In the case study for Chapter 17, you read about recent changes in AGCO's sales and product mix strategies. How are these changes reflected in AGCO's new homepage?

AGCO Corporation http://www.agcocorp.com

a) Name all of the product brands currently owned by AGCO. Based on this, describe AGCO's brand strategy. What does this Website tell potential customers about AGCO's relationship with its dealers and sales force? Can you think of some ways in which AGCO could use the Internet to further support and integrate its sales force?

b) Now take a look at the homepage for one of AGCO's primary competitors:

Deere & Company http://www.deere.com/ag/index.htm

What similarities and differences can you identify between these two companies in terms of product mix and sales strategy?

Which of the six types of sales jobs would you associate with each of the following organizations? Justify your answers. (Note: more than one type may apply in each case.)

Control Master Products, Inc. http://www.cmpinc.com

J Crew http://www.jcrew.com

Greenpeace http://www.greenpeace.org

Complete Business Solutions, Inc. http://www.cbsinc.com

Which of the five patterns of personal selling would you associate with each of the following companies? Explain your answers.

T² Environmental http://www.t2einc.com

Sharp Electronics http://www.sharp-usa.com

MCI WorldCom http://www.wcom.com

Motorola http://www.mot.com

All of the following companies offer some kind of prospecting assistance via the Web. Write a brief summary of the prospecting services featured on each homepage.

National Prospecting Co. http://www.qid.net.au/busi/clients/nation1.htm

21st Century Marketing http://www.21stcm.com

Nationwide Data Services http://www.nationwidedata.com

Rich's Business Directories http://www.richdir.com

What kinds of companies would find these services most useful? What are the practical and strategic limitations of these services?